Mary Jane Copps helps sales professionals win more business by rediscovering the power of real-time conversations. For more than 20 years, she has coached sales teams, entrepreneurs, startups and customer service professionals how to build trust, open doors and strengthen relationships through effective phone, video and in-person communication. Her practical approach helps people turn everyday conversations into meaningful connections, leading to stronger client relationships and more business.

Mary Jane has worked with more than 800 organizations and trained over 30,000 professionals across North America and internationally in France, Britain and Australia. Her expertise has been featured by a wide range of media including Fox News, the BBC, CBC, and in The Wall Street Journal and Bloomberg.

She publishes a blog each week that explores one valuable skill people can use immediately to strengthen their conversations with clients and prospects. This aligns with her mission to help companies increase their real-time conversations instead of losing opportunities by avoiding them.

SHOW SUMMARY

In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome communication expert Mary Jane Copps—known as "The Phone Lady"—for a timely conversation about one of the most overlooked skills in modern sales: having meaningful real-time conversations.

As automation, AI, email, and texting continue to dominate business communication, Mary Jane explains why authentic voice-to-voice conversations remain one of the greatest competitive advantages a sales professional can have. She shares how curiosity, empathy, preparation, and genuine interest in others transform ordinary sales calls into lasting business relationships.

Together, they explore why conversational skills are declining, how sales professionals can intentionally rebuild them, and practical techniques for creating stronger customer connections—from asking better open-ended questions to leaving compelling voicemails and following up with empathy instead of pressure.

If you've ever wondered whether phone calls still matter in today's digital world, this episode delivers a compelling reminder that trust is built one conversation at a time.

KEY TAKEAWAYS

Great sales conversations begin by focusing on the customer, not yourself.
Curiosity and empathy create stronger relationships than scripted pitches.
Real-time conversations remain one of the most valuable—and underdeveloped—sales skills.
Technology should support communication, not replace human connection.
Open-ended questions encourage meaningful dialogue and uncover deeper customer needs.
Your voice communicates conviction, authenticity, and enthusiasm in ways email never can.

HIGHLIGHT QUOTES

Selling isn't about us. It's about the person sitting across from us.

Technology can make communication easier—but it can never replace human connection.

Your voice carries your conviction, your enthusiasm, and your authenticity.

People don't remember perfect sales pitches. They remember how you made them feel.

Persistence isn't pestering. Persistence is showing people they matter.

ADDITIONAL RESOURCES

Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast! Nominate a visionary CEO at www.culturefromtheheart.com!

Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.

Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

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